SCORE Small Business Blog

Sales: Are Your Clients on YOUR Team?
3 Comments

During the 5 to 10 exposures necessary to convince a new prospect to buy from you, are you building a relationship of trust and confidence? Why so many exposures? How long do you have to know someone before you trust them — need to build the relationship. Women buy from others they know and trust so it is up to all of us to build that trust. Always be credible. Are you building a team with your clients or just selling to them?

How can you tell?

-Betty Otte

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Discussion (3) Comment


  1. Betty OtteVisitor

    Hi, Diane and Marti – couldn’t agree with you more — and that business integrity needs to follow th rough in our personal lives, also. Like Diane says, it takes 2 to 3 years to get a big client. You really get to know each other at that point. Some people get married in less time!
    How much of your personal life do you disclose with clients?
    Betty


  2. Diane ConcialdiVisitor

    Hi Betty, I’ve experienced 2-3 years before I get an account, usually the big ones. It’s all about harvesting your leads so that you constantly get prospects to turn into clients. When they do call you, build a rapport with them first and let them talk.

    I’ve been completely honest with my clients and prospects. When prospects go somewhere else because of price, being completely honest has brought that prospect back to me. Honesty and trust is #1 and goes both ways. You will be able to tell from the client-relationship what their loyalty is to you.


  3. MartiVisitor

    I was recently reminded of the importance of always being credible and trustworthy when I received a referral from a person I have met and interacted with casually in networking events for nearly three years! The client she referred told me about the glowing recommendation she had received from this other person who had never hit my radar screen as a prospective client. The lesson I learned is that everyone you meet is a prospective client or a prospective referral source and you just don’t know how, when or where that will play out.

    Marti

 

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